Hayward Gordon LLC:
Entytle Enables Equipment
Manufacturer to Mine
Untapped Aftermarket Sales
Hayward Gordon LLC is one of the world’s largest and
most respected industrial equipment manufacturers
in the industry, with fabrication, distribution,
and sales offices throughout the world.
Since its founding in 1952, the company has demonstrated its commitment to
Case Study
about the client
innovative engineering, R&D investment, and quality assurance. Its products
Hayward Gordon LLC is a global
industrial equipment manufacturer
based in Ontario Canada
are at the heart of large manufacturing, mining, chemical, and sanitation
founded: 1952
facilities worldwide. Built to last, Hayward Gordon LLC equipment is put to the
products: Over 60 years experience in
engineering, designing, manufacturing and
distribution of pumps, mixers, strainers and filters.
test in lengthy pre-sales evaluations, with the expectation that its customers
can count on Hayward Gordon LLC products for years of reliable service.
Product Life-Cycle
Maintenance
Hayward Gordon LLC customers often have
pumps and mixers in service for decades—if
they are properly maintained; and regular
maintenance requires spare parts and service.
One of Hayward Gordon LLC’s chief challenges has been capturing aftermarket sales
of spare parts from its existing customers.
“For example, in mining locations, customers may purchase our equipment, and then
fabricators ‘spring up’ near their remote locations to provide the mining company with
Entytle Automation Enables
Proactive Sales for Hayward
Gordon LLC
“Prior to using Entytle, we were in a reactive sales mode,” said Mr. Pascual.
“We’d literally wait for the phone to ring.” To move to a more proactive
aftermarket sales model, Hayward Gordon LLC brought in Entytle to see
if the company could ‘unearth’ hidden sales opportunities in its database of customer data. Entytle interfaced with Hayward Gordon LLC’s
existing CRM system, Microsoft Dynamics, importing all of its customer
data. This included orders, sales quotes, company names, and contacts.
Next, Entytle tied this customer information to over 25 years of Hayward
Gordon LLC ERP data, tracking every product sold from day zero (instal-
spare parts when needed,” said John Pas-
lation) through every spare part sold to each individual customer.
cual, Product Manager for Hayward Gordon
The Entytle system could then find discernable patterns in part pur-
LLC. Needless to say the parts aren’t built
chases. Depending on the part, specific purchase intervals were noted—
to the same Hayward Gordon LLC exacting
a specific gear may have a replacement interval of 2, 5, and 9 years, for
specifications. But proximity is an opportu-
example. The sophisticated Entytle automation system also filtered out
nity for Hayward Gordon LLC’s competitors.
data that didn’t fit patterns, thereby reducing potential false sales leads.
Sales and Customers
Both Benefit from Entytle
Automation
The Entytle trial run showed immediate results. Every two
weeks the Hayward Gordon LLC aftermarket sales team
receives reports from the Entytle system. Each opportunity
is handed over to the sales team. “It’s remarkably effective
to show a salesperson how a customer’s part replacement
history predicts potential new opportunities,” Mr. Pascual
noted. “And it’s beneficial to the customer as well.” Because
many of the complex parts may take as much as 12-14 weeks
“
If we didn’t have this
program [Entytle],
we wouldn’t have
clearly defined sales
opportunities.
John Pascual
Product Manager,
Hayward Gordon LLC
to fabricate, it is in the customer’s best interest to anticipate
and order parts well in advance of any need for replacement. “At many of our customer plants,” Mr. Pascual said,
“even an hour or two of downtime can cost $200,000 dollars
or more.” Armed with parts replacement periods and other
valuable insights, customers can be advised when they need
to make purchasing decisions— and avoid costly downtime.
Entytle Works with
Existing Systems
Entytle Automation, run as a cloudbased Software
as a Service (SaaS), required no modification to
Hayward Gordon LLC’s existing CRM or ERP systems. Entytle went from initial assessment to pilot
ENTYTLE SOLUTION FOR HAYWARD GORDON LLC
Entytle Automation:
program in a matter of weeks. Every two weeks
the system automatically generates new sales
opportunities in easy-to-read reports. Each con-
• Integrated seamlessly with existing CRM and ERP systems
tains company and contact names, part numbers,
• From consult to pilot in weeks with no system disruption
and anticipated replacement times. As Mr. Pascual
• Automatically produces bi-monthly proactive aftermarket sales opportunities
noted, “If we didn’t have this program [Entytle], we
wouldn’t have clearly defined sales opportunities.”
• Proactive sales prevents customer outages and downtime
About Entytle, Inc.
Entytle is a global provider of installed-base
management systems that help BtoB manufacturers
grow their business by making the complex simple.
The company’s flagship product, Insyghts, enables
customers to assemble data from multiple, siloed
systems, process that data to identify usage patterns
and customer segments, deliver opportunities for parts
and services sales, and improve revenue. Entytle is
headquartered in Palo Alto, California and on the web
at www.entytle.com.
650-687-7293 · www.entytle.com · [email protected]